Sales plan

Sales Plan

Your Objectives:
Setting broad statements about what you wish to achieve is often a great starting point. Broad
objectives could be along the lines of these statements:
· • Position yourself as a credible service provider,
· • Exploit a range of new business strategies,
· • Generate revenue from existing networks,
· • Automate as much as possible, and
· • Achieve the above with minimum cost.


Your Goals:
It is important to set goals that give meaning to your objectives. They should also allow you to plan
for resource allocation. They are your score card and essentially drive your income.
Below is a sales plan example. The marketing activity is designed to generate consistent enquiry. The
other metrics are based on the sales teams past performance and 10 contacts per day.

Extended Sales Cycle
The initial contact strategy is a numbers game and while quick results will occur the long tail will also
bare significant fruit.
An extended sales cycle (long tail) for Digital Marketing services could look like this:
1. Lead Generation
2. Telephone Fact Find and Understand Pain
3. Possibly Meet Client
4. Understand exactly the Clients Needs
5. Expand their Vision
6. Dollarise their Potential Benefits
7. Integrate their Needs with your Offer
8. Partner and gain an initial Small Commitment (a database build program, small website, an
email campaign etc)
9. Satisfy this quickly and professionally,
10. Place the client on a sequential education program
11. Penetrate by generating a staged development plan
12. Develop and produce on the stated outcomes
13. Build success, confidence and trust
14. Expand the plan and dollar benefits
15. Continually build an empowering eStrategy
It is rarely about one job. It is about the relationship. A small business relationship should generate
between $10,000 to $30,000 in revenue per year.